I help hospitality and B2B technology companies turn complex sales, launches, and customer relationships into sustainable growth.
A career built across frontline execution, customer growth, account leadership, implementation, and team development.
Across beverage, hospitality technology, restaurant technology, and B2B solutions.
A career built across frontline execution, customer growth, account leadership, implementation, and team development.
3,000+
Customer accounts managed and supported across career roles.
Includes leading an $18M annual-revenue Bay Area district with more than 1,000 active customer locations managed concurrently, while balancing service, growth, compliance, and customer relationships.
Account Managers led across the San Francisco Bay Area.
Coached, developed, and held a field sales team accountable for consistent execution across a large customer base.
Successful launches and implementations.
More than 25 higher-education, enterprise, and partnership launches from prospecting through training and go-live, including training 200+ partner employees.
Signature Career Stories
A large beverage distribution territory containing more than 1,000 active customer locations required consistent execution, prioritization, account planning, and field coordination.
Directed customer performance and execution across the territory while supporting account growth, service quality, route-level priorities, and company standards.
An $18M annual-revenue drug and convenience district required coaching, accountability, market direction, and consistent execution from nine Account Managers across the San Francisco Bay Area.
Led, coached, developed, and supported Account Managers while maintaining accountability for performance and customer execution.
Higher-education, enterprise, and partnership customers adopting complex restaurant technology required coordination beyond the sale itself.
Directed more than 25 successful launches and implementations from prospecting through training and go-live, including live and virtual training for 200+ partner employees.
Experience spanning beverage distribution, sales leadership, strategic accounts, restaurant technology implementation, and customer growth.
Download my full resume, or connect with me through LinkedIn and email.
Johnathan McCain
Sales Leadership · Customer Growth · Strategic Partnerships
Leadership Philosophy
Strong sales leadership is not about creating more pressure. It is about setting clear expectations, coaching in the field, removing obstacles, and helping people take ownership of the result.
Make the standard visible, measurable, and understood before holding people accountable to it.
Use real customer situations and account challenges to turn feedback into practical development.
Give people the context, support, and authority to solve problems rather than waiting for direction.
I bring together sales leadership, strategic account management, implementation, customer success, and channel partnerships to help teams turn opportunities into long-term customer growth.
Owned full-cycle commercial relationships across hospitality, restaurant, college/university, and healthcare accounts from discovery through contract execution, go-live, and adoption, including pricing discussions within approved company parameters; expanded Botrista into its first healthcare deployments across six Kaiser Permanente locations
Secured a broad portfolio of higher-education partnerships, including Saint Louis University, Whitworth University, Fresno State, UC Merced, and other institutions, with multi-location deployments at select campuses
Guided prospects through discovery and live and virtual product demonstrations, identifying customer workflows, labor needs, menu requirements, and operational priorities to position beverage automation solutions
Evaluated customer sites for Botrista Pro deployments, assessing operational fit, workflow impact, and implementation requirements with operators
Owned complex, multi-stakeholder sales cycles from discovery through go-live, coordinating customer leadership, facilities, contractors, marketing, logistics, and field technicians across site readiness, installation, and training
Recovered underperforming and early-stage customer deployments through onsite operational assessments, resolving workflow, training, installation, and readiness issues to strengthen product adoption and customer confidence
What changed at this stage: Expanded from account acquisition into implementation, customer adoption, and enterprise launch execution.
Directed partner onboarding and go-live execution for approximately 25 higher-education and enterprise launches, including University of Arizona, New Mexico State University, Gonzaga University, Lindenwood University, PDQ, Jollibee, and Runza
Collaborated with Sales, Operations, Marketing, and Customer Success teams to remove launch blockers and improve partner experience
Delivered live and virtual training to 200+ partner employees, helping operators integrate the platform into daily workflows and improve early-stage utilization while deploying marketing and enablement materials
Co-developed the company's GTM launch playbook with the initial partnerships team, translating field experience and launch lessons into a repeatable framework used for future customer deployments company-wide
Leveraged partner feedback, referrals, and performance insights to identify growth opportunities and improve outcomes
What changed at this stage: Shifted focus from direct business development to channel partner enablement and cross-functional launch coordination.
Drove full-cycle sales across an evolving territory spanning as many as 13 states, adapting market-development strategies to build pipeline and establish new customer relationships across diverse regional markets
Developed on-premise hospitality accounts through consultative outreach, customer education, and relationship-focused market development, moving prospects from initial outreach through close
Built relationships with restaurant and hospitality operators, identifying operational requirements and positioning beverage automation solutions
Built pipeline through outbound prospecting, field outreach, referrals, and industry trade shows, delivering interactive demonstrations to hospitality decision-makers and converting product interest into qualified opportunities
What changed at this stage: Moved from beverage distribution into hospitality technology and consultative business development.
Led an $18M annual-revenue drug and convenience district, developing 9 field-based Account Managers supporting more than 1,000 customer accounts across the Bay Area and strengthening in-market performance across distribution, displays, promotions, merchandising standards, and inventory availability
Owned territory execution across Sales, Accounts Receivable, and Operations, resolving complex customer, operational, and payment-related issues to protect retailer relationships and restore account standing and service consistency
Improved field execution through ride-alongs, coaching, and account reviews that strengthened selling behaviors, retailer relationships, route execution, and accountability to territory priorities, while supporting onboarding and field training
Analyzed territory performance data, inventory, merchandising, voids, Perfect Store execution, action items, forecasting needs, equipment planning, and account issues to identify gaps, redirect field activity, and improve market consistency
Translated performance trends and field observations into territory priorities, action plans, and coaching direction for the team
What changed at this stage: Stepped into direct leadership responsibility for team development, territory performance across a large multi-channel customer base, and field execution.
Grew key off-premise retail relationships across the South Bay and East Bay, securing product placement and distribution, executing promotions, and participating in pricing and contract negotiations within established company programs
Served as a local resource within the San Jose distribution center, supporting Salesforce rollout by writing test scripts, producing training videos, and coordinating weekly Q&A sessions, and helping on-premise customers transition to Coca-Cola's MyCoke digital ordering platform
Applied Look of Success and Perfect Store standards to improve retail execution consistency, product visibility, brand consistency, and customer experience
What changed at this stage: Moved from individual account management into territory-wide execution and systems-rollout support.
Oversaw multiple high-volume DSD beverage territories across the South Bay and Peninsula, developing and protecting independent retail relationships through consultative selling and consistent field coverage
Expanded distribution and product visibility by securing placements, displays, and promotional activity while negotiating pricing and commercial terms with independent retailers within company-approved parameters
Strengthened route coverage and execution consistency by prioritizing account opportunities, maintaining inventory availability, and addressing service issues across a high-volume DSD territory
Led store-level business conversations to identify opportunities, improve execution, and support seasonal growth initiatives
Resolved customer payment holds and past-due account issues by coordinating with retailers and Accounts Receivable, restoring account standing and service continuity
Built a foundation in DSD execution, customer service, account management, and beverage category growth
What changed at this stage: Built the customer-service and DSD execution foundation that shaped every role that followed.
Building trusted customer relationships that create long-term commercial value.
Owned full-cycle commercial relationships across hospitality, restaurant, higher education, and healthcare accounts from discovery through go-live, including Botrista's first healthcare deployments across six Kaiser Permanente locations.
Turning individual execution into consistent team performance.
Led an $18M annual-revenue district and developed a team of 9 field-based Account Managers supporting more than 1,000 customer accounts across the Bay Area.
Turning signed agreements into successful, adopted deployments.
Directed approximately 25 higher-education and enterprise launches and trained 200+ partner employees through onboarding, installation readiness, and post-sale adoption.
Grounded in DSD execution, distributor relationships, and data-informed account planning.
Built a foundation in DSD execution, customer service, and beverage category growth across high-volume independent retail territories, then carried that operating discipline into hospitality and restaurant technology.
Associate of Science in Business Administration
Associate of Arts in Economics
Expected June 2027
